Fractional Chief Commercial Officer
Hire a fractional chief commercial officer to own the whole commercial engine: sales, marketing, pricing, and go-to-market, aligned around revenue. Senior commercial leadership and commercial strategy consulting from an operator who has carried the number.
When a fractional chief commercial officer is the right hire
Many companies have a sales leader and a marketing leader but no one who owns the commercial engine as a whole. The result is misaligned targets, a leaky funnel, pricing left to instinct, and a go-to-market motion that no single person is accountable for. A fractional chief commercial officer takes ownership of the entire commercial function: demand, sales, pricing, and revenue, at the cadence the company needs. It is the natural choice when a full-time CCO is not yet justified but commercial leadership clearly is.
What a fractional CCO owns
- A single revenue plan that aligns sales and marketing on the same targets
- Go-to-market strategy: segments, channels, and the motion that fits them
- Pricing and packaging, tested against value rather than habit
- Sales structure, pipeline discipline, and forecast accuracy
- The commercial reporting the board needs to see clearly
Commercial strategy consulting, owned not just advised
A commercial strategy consultant who only advises leaves execution to a team that is already stretched. A fractional chief commercial officer sets the strategy and then owns its execution: aligning the teams, fixing the funnel, and holding the function accountable for results. That ownership is what separates this from traditional consulting, and it is what turns a commercial strategy into revenue.
Where this works best
- Companies where sales and marketing pull in different directions
- Businesses with strong product but an underbuilt commercial engine
- Scale-ups professionalising their go-to-market motion
- Companies entering new segments or markets that need a coherent commercial plan
Engagement model
- Fractional cadence, typically one to three days a week
- A first ninety days focused on alignment, pipeline, and pricing
- Targets agreed with the CEO or board
- Compensation linked to commercial outcomes
- A clean handover to a permanent CCO when the company is ready
How to start
Share the commercial situation, the revenue goal, and where sales and marketing stand today. The first response is a direct read on fit, followed by a short diagnostic before any commitment. Contact is by email or LinkedIn.
https://niklaslindahl.com/services/fractional-chief-commercial-officer